Director – Sales & Service

Job Title: Director – Sales & Service

BUSINESS: Industrial Group

LOCATION: Coimbatore, Tamil Nadu, India

DIRECT REPORTING: Senior Director & General Manager

FUNCTIONAL REPORTING: Director Global Sales

Position Summary

The Director – Sales & Service is a senior leadership role within the India Valves organization, accountable for driving strategic and operational excellence across the sales and service functions. This role is pivotal in shaping and executing short- and long-term business plans to achieve financial growth, customer satisfaction, and organizational development goals. The role requires strong leadership, market insight, and a deep understanding of industrial sales within the manufacturing sector. This position will be responsible to lead and manage the direct Sales team, Business Development, Application Engineering & Customer Service Leader and Channel Partners. Application Engineering Head, Business Development Head, Sales Manager / Engineers of Fore Market & After Market will be reporting directly to this position.

Principal Activities

Strategic Leadership

• Develop and implement 5-year strategic business plans and annual budgets with regular performance tracking and corrective action.
• Align sales and service strategies to evolving market trends and customer needs.
• Foster a high-performance culture rooted in the company’s purpose, values, and ethical standards.

Sales & Market Development

• Drive sales growth in both project (foremarket) and aftermarket (services, parts, training) segments.
• Build and manage a robust sales funnel and ensure effective CRM utilization for pipeline tracking.
• Cultivate and strengthen relationships with key customers for deeper market penetration and increased wallet share.
• Monitor competitor activity, market intelligence, and trends to strengthen strategic decisions.

Service Excellence & Customer Experience

• Oversee the service organization to ensure high levels of customer satisfaction and prompt resolution of service issues.
• Develop business opportunities in AMCs, paid training, and other post-sales services.

Team Leadership & Talent Development

• Lead and manage a diverse sales and service team by setting KPIs, monitoring performance, and nurturing talent.
• Promote a culture of continuous improvement, mentorship, and employee development.
• Spearhead recruitment initiatives for the expansion of sales and service functions as needed.

Cross-Functional Collaboration

• Partner with Product Marketing, Engineering, Operations, SCM, and other departments for effective product lifecycle management, localized offerings, and operational alignment.
• Support order management, pricing strategies & SIOP planning
• Collaborate and work together with the Global Sales team & Leadership to explore growth opportunities, drive growth and ensure customer intimacy.

Channel Partner Development

• Identify and evaluate potential partners that could join the Channel Sales program.
• Develop partnership proposals with specific prospects covering partnership objectives, go-to-market approach, technical integration/product development, and incentives structures while taking into account strategic, commercial, technical, operational and financial perspectives of potential partners.
• Engage with our partners' leadership and operational teams to support them in defining strategic direction for their business, identifying new growth areas (geographical expansion, new product development, new business models), and enhancing their commercial and operational capabilities.
• Lead implementation of cross-functional initiatives agreed upon by our partners to help them deliver growth and excellent customer experience.

Financial & Operational Accountability

• Ensure achievement of sales targets and profitability goals, with strong command over financials including P&L, working capital, and balance sheet management.
• Lead initiatives in cost management, claim handling, and engineered-to-order (ETO) processes.

CANDIDATE REQUIRMENTS

Knowledge Skills & Abilities

Leadership & Team Management

• Ability to inspire, motivate, and lead large teams with a focus on results, integrity, and collaboration.
• Strong delegation, conflict resolution, and performance management skills.

Strategic Thinking & Execution

• Expertise in developing effective go-to-market strategies, sales forecasting, and long-term business planning.
• Analytical mindset with experience in market and competitive analysis.

Communication & Negotiation

• Excellent interpersonal and communication skills to engage internal teams, clients, and stakeholders.
• Strong negotiation skills to close deals and secure favourable terms.

Sales Process Mastery

• Deep understanding of B2B industrial sales cycles, CRM tools, and sales automation platforms.
• Proven ability to convert leads into long-term business relationships.

Technical & Analytical Aptitude

• Proficient in data analysis to drive insights and improve sales effectiveness.
• Sound knowledge of manufacturing processes and technical product features.

Resilience & Adaptability

• Ability to operate in a fast-paced, evolving environment and manage multiple priorities.
• Resilient leader capable of navigating challenges and setbacks constructively.

Education & Experience

• Master’s or Bachelor’s degree in Engineering; MBA is an advantage.
• Minimum 20 years of industrial sales experience, with at least 5 years in a senior leadership role.
• Consistent track record of delivering 20%+ year-over-year (YoY) sales growth.
• Experience in managing cross-functional teams and complex projects within a manufacturing or industrial setting.
• Domain knowledge of the valves business is optional; experience in related industrial sectors is acceptable.

CIRCOR is an EEO Employer of Females/Minorities/Veterans/Individuals with Disabilities